When I started my journey as a new real estate agent towards the end of 2022, I came in with lofty goals but lacked a clear roadmap to achieve them. 

I passed the exam but thought, “Now what?” My career kickoff was promising, with a house under contract within four weeks. But I knew it was not going to be that easy.

And I was right. That initial success didn’t prepare me for the four-month drought that followed before I saw my next closing. This period felt endless, but it’s a stage many new Realtors face, with some waiting six months (or more) for their first sale. 

Throughout the rollercoaster of my first year in real estate, daily reading helped me navigate some of the uncertainties of business growth and maintaining a positive mindset

This habit has become a cornerstone of my routine, constantly broadening my knowledge and perspective.

From lead generation, negotiation, and getting the right mindset, here are the top 10 books that not only guided me through my first year in real estate but also played a pivotal role in reaching $4 million in sales as a solo agent in one of the toughest years in real estate. 

#1—The Millionaire Real Estate Agent by Gary Keller 

Gary Keller wrote the must-read blueprint for aspiring real estate agents. This book breaks down the strategies and models used by actual millionaire real estate agents, empowering readers to build a profitable real estate business. 

Yes, sales volume is important. But so is building a profitable business that can be scaled as you grow. 

For new agents, Gary Keller’s advice on lead generation, time management, and financial planning is invaluable. This comprehensive guide is inspiring yet practical, and I believe this book should be a requirement for every agent entering the business. 

It focuses on the importance of models in every agent’s business, and it lays out the master plan of how to find success in becoming a “millionaire” real estate agent. 

#2—Exactly What To Say: For Real Estate Agents by Phil Jones, Chris Smith & Jimmy Mackin

Phil Jones is the king of communication. As he so eloquently states, “The worst time to think of what to say is the moment you need to say it.” 

In real estate, one conversation can make or break a sale, and Exactly What To Say For Real Estate Agents is an essential guide to making every conversation count.

This book is a goldmine when it comes to refining your scripts and building rapport

There are many challenging conversations a new real estate agent will face, whether it’s winning over a new client, negotiating an offer, or preparing a seller for the home inspection. 

This book is a new agent’s handbook on communication, and it also provides practical examples you can implement right away.  

Pro tip: Listen to this one as an audiobook. I would listen to a few chapters at a time and then put the lessons into practice. I saw a difference in my conversations, and I continue to use many of these lessons.

My favorite lesson from this book that I utilize in many situations is “The way I see it, you have three options…” 

Written by a former FBI negotiator Chris Voss, this book shares field-tested approaches to negotiation. And these are incredibly effective with clients, other Realtors, and even friends or family members. 

For real estate agents, negotiation skills are critical in almost every conversation. 

From tactical empathy to calibrated questions, Never Split the Difference is packed with strategies that will help navigate complex deals, new conversations, and how to put emotional intelligence to work. 

This book holds valuable lessons in becoming more persuasive, and it also highlights the psychological aspects of reading and influencing others. 

My top takeaway from Never Split The Difference was the importance of listening and making others feel understood. 

Active listening, mirroring, and calibrated questions are necessities in any real estate agent’s toolbox. Not only is this book a must-read, it’s also a page-turner. 

#4—The One Thing by Gary Keller

The One Thing is not just a book; it’s a mindset shift. 

Another classic written by Gary Keller, this book introduces one of the most powerful skills a real estate agent can master: the art of focusing on just *one thing* that can make everything else easier or unnecessary. 

In real estate, there is a distraction around every corner. Understanding and applying the principle in this book was challenging, but it made an obvious difference in my daily life as a real estate agent. 

This book guided me in cutting through the clutter, and it helped me prioritize what activities matter most: 

  • Having conversations 
  • Setting appointments

It’s an absolute must-read if you’re feeling overwhelmed and lacking focus as a real estate agent.

#5—The Slight Edge by Jeff Olson

The Slight Edge presents a way of thinking that turns everyday actions into powerful steps toward your goals. 

It’s about leveraging the compound effect of small, consistent actions, which is crucial in building a sustainable and successful career in real estate. 

This book is a reminder that it’s not always about the big leaps. Small, seemingly insignificant steps can lead to big achievements over time. 

I read The Slight Edge within the first few months of getting licensed. This book taught me the power of persistence and the impact of daily habits on long-term goals.

For example, having 10 real estate conversations per day was excruciating for me at the beginning of my career. However, once I actually started picking up the phone, the number of appointments I went on increased drastically. 

This tiny action of having 10 conversations per day took me from selling two houses in the first six months of the year to selling 11 houses during the second half of the year. 

If you have trouble finding motivation to do some of the needle-moving tasks in your business, I highly recommend The Slight Edge.

This book adapts Hal Elrod‘s life-changing Miracle Morning routine specifically for real estate professionals. 

The 6 Life S.A.V.E.R.S. (Silence, Affirmations, Visualization, Exercise, Reading, and Scribing) are meant to help start your day with purpose and intention, setting the tone for success, and maintaining high energy levels. 

Whether you’re a new or experienced real estate agent, The Miracle Morning is a real, tactical lifestyle transformation that can change your inner world and external circumstances. 

As soon as I started implementing these methods in my morning routine, I saw an immediate mindset shift. 

#7—The Go-Giver by Bob Burg and John David Mann

Have you ever spoken to an agent with “commission breath”? Not a good look. 

The Go-Giver is a fable that shifts the focus of sales from getting to giving, introducing a powerful philosophy that can be implemented in real estate. 

This book challenges traditional sales tactics, telling the story of a “go-getter” salesman who is desperately trying to meet his sales quota for the quarter. 

Defeated, the salesman meets various ‘go givers,’ and he learns the “5 Laws of Stratospheric Success.”

As a new real estate agent, I related to many parts of this book. I also saw my business begin to take off halfway through my first year, and I believe that the ‘giving vs getting’ mindset contributed to that. 

Once I started to pour into others with no attachment to the outcome, I began receiving that same energy in return. 

If you are not a big reader, this book is short, sweet, and engaging. To this day, I have the five laws of success on the wall at my desk. 

#8—The Power of Now by Eckhart Tolle

While not specifically about real estate, The Power of Now emphasizes the importance of mindfulness and presence, which are both extremely relevant for real estate agents. 

Living in the present moment can be difficult when it feels like you have 100 incomplete tasks. But developing this habit is necessary to manage stress, improve client interactions, and make more thoughtful decisions. 

I am somewhat of an expert when it comes to overthinking the future, and The Power of Now helped me release my attachment to the outcome and let go of the past. 

If you often find yourself inside your own head, I highly recommend this book at any stage of your career. 

#9—The Millionaire Next Door by Thomas J. Stanley and William D. Danko

The Millionaire Next Door has had an incredible impact on my mindset around money and wealthy individuals. 

This book provides eye-opening insights into the habits and lifestyles of the truly wealthy, reminding us to not always judge a book by its cover when it comes to wealth.

This book also lays out specific research findings on wealthy individuals that are not only fascinating but can come in handy in your real estate business. 

As a 23-year-old real estate agent, understanding the mindset and financial practices of high-net-worth individuals has helped me gain the trust and confidence in converting these customers into clients. 

Have you ever met those people that make you feel so special when you interact with them? They seem to light up every room they walk into! 

I believe it’s our job to make every client feel seen, heard, and special. The Charisma Myth demystifies the idea of charisma, and it proves you don’t need to be born with charisma to access this trait. 

As a new real estate agent, leveling up my charismatic presence was a game changer for me. It helped me attract new clients, build stronger relationships, and stand out among other Realtors. 

This book blends scientific research and psychology to provide tactical advice on how to enhance your own charisma. There is power in having charisma, and this book proves anyone can improve their charismatic presence.